Tue.Aug 04, 2020

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Data Science and Sales Operations: Driving Greater Predictability Together in Uncertain Times

SBI Growth

For Sales Operations leaders on a calendar year, we are rapidly approaching annual planning season. As if it wasn’t difficult enough to identify where your organization’s growth will be derived from next year while trying to forecast the back-half of.

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How to Measure the Success of Lead Generation

Zoominfo

What happens when you turn suspects into prospects? There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. While MQLs don’t translate to immediate revenue or even pipeline contribution, the value isn’t equivalent to open rates, page views, and the like.

Lead Rank 246
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7 Things Companies Do to Thrive Anywhere, Anytime

Anthony Cole Training

Regardless of the current state of business, it is easy to get caught up in managing day-to-day tasks. It's also easy to lose focus on the end goal and continue to take the necessary steps to move your business forward.

Company 201
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How to Measure the Success of Lead Generation

Zoominfo

What happens when you turn suspects into prospects? There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. While MQLs don’t translate to immediate revenue or even pipeline contribution, the value isn’t equivalent to open rates, page views, and the like.

Lead Rank 195
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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New SBI Research Reveals Why CEOs With Sales Experience Outperform Their Peers to Maximize Enterprise Value

SBI Growth

August 4, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Maximizing Enterprise Value Through CEO Selection.” CEOs with sales experience grow revenue.

Maximizer 174

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12 Tips for Staying Positive in Sales — No Matter What

Hubspot Sales

Succeeding in sales is 95-percent mental. If you don’t think you can succeed or land a deal, you will ultimately be right. But if you can remain positive you have a huge competitive advantage. In this decade, sales is a very challenging profession. The way businesses sell is constantly changing, and many sales reps are facing impossible deadlines, strict accountability, dozens of curveballs with each deal, and pipeline scrutiny from all sides.

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How to Productively Plan Your Weeks and Days

Anthony Iannarino

Some of the things that lead to success, greater productivity , and goal attainment seem small and insignificant when they are critically important. However, some small disciplines are much more valuable than you might expect at first glance. One discipline that produces outsized results for a small amount of time and energy is planning your week and days before they begin.

How To 129
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6 Proactive B2B Sales Strategies to Implement Right Now

Predictable Revenue

When you take a more proactive approach, you are able to guide the pace of the sales process to better support your company’s bottom line. You can also ensure you are working with the right decision maker who can move through the sales process with you, resulting in a win. The post 6 Proactive B2B Sales Strategies to Implement Right Now appeared first on Predictable Revenue.

B2B 118
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How to Measure the Success of Lead Generation

Zoominfo

What happens when you turn suspects into prospects? There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL ) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. While MQLs don’t translate to immediate revenue or even pipeline contribution, the value isn’t equivalent to open rates, page views, and the like.

Lead Rank 100
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Configuring Nimble CRM for Touch and Referral Tracking [Video]

Adaptive Business Services

I am currently spending some time each week investing in myself. While I am performing a number of initiatives, a big one is upping my game in the referral marketing (sales) arena by taking a course from a gentleman, Tom Gay , who I have known for over 10 years. When he moved to Boise, Tom and I connected on LinkedIn and he also became a member of my networking groups, NetWorks!

Referrals 113
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How to Implement a Promotional Pricing Strategy the Right Way

Hubspot Sales

Let's run through a hypothetical scenario. Say your company is in a bit of a tough spot. Your product or service isn't moving with the oomph you'd like it to. Sales are sort of stagnant, and as far as you can tell, consumer interest in your brand is waning. You realize your business needs a shot of life. So, what can you do? Well, you could try something drastic.

Promotion 112
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PODCAST 121: Lessons From Survival Mode: How to Kickstart Your Business with Matt Rizzetta

Sales Hacker

This week on the Sales Hacker podcast, we speak with Matt Rizzetta , founder of North 6th Agency, which is a communications and PR firm based in New York City. Matt launched his business from his proverbial garage while his wife was pregnant with their first child. Years later, he’s got a thriving business that is not venture capital backed. He’s one of the small and medium-sized business owners of the world trying to build a huge business.

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4 Steps to Help Your Sales Team Nail Objection Handling

SalesLoft

Ahhhh, objections. The bane of salespeople’s existence. Red flags, hurdles, deal crushers — whatever you like to call them, they often surface at the worst possible time. . If reps aren’t careful, “harmless” questions can knock a deal back a couple of stages or, even worse, derail it altogether. For sales teams, there’s simply nothing worse than progressing a deal through the pipeline only to have a no-go objection come up at the 11th hour.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Business doesn’t stop: Selling during a crisis

Salesmate

It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is more adaptable to change – Charles Darwin . Suddenly everything changed; death rate surged, sales plummet, and the global economy plunged into severe contraction. The 2020 crisis decimated businesses globally. Demand and supply, trade, and finance have been severely disrupted due to the Coronavirus outbreak.

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Overcoming Burnout With Resilience – Find Your Roadmap

Pipeliner

Our new guest is Eileen McDargh, the CEO of the Resiliency Group and the author of the upcoming book called ‘Burnout to Breakthrough: Building Resilience to Refuel, Recharge, and Reclaim What Matters.’ She will talk about the challenges of the crisis we are in and ways to overcome them. In this interview, we explore: Burnout. The advantages of working remotely.

Energy 98
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The Future of Work

The Center for Sales Strategy

While no one has enjoyed dealing with the fallout of the Covid-19 pandemic, it has certainly provided many of us with impetus to change how and where our associates do their work. Technology has saved many businesses from crushing productivity loss and caused many executives and managers to re-think how work gets done in their organizations, and especially how productivity is affected by working from home (or, any remote location).

Sales 82
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Easiest Way to Find Peace, Happiness, and Abundance

Pipeliner

How much control of our lives do we actually have? In this Expert Insight Interview hosted by John Golden, Mabel Katz discusses the easiest way to find peace, happiness, and abundance. This interview discusses: Zero Frequency. Present Time. Zero Frequency. Zero frequency means to be at peace no matter what is going on around you. The key is accountability.

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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Accelerate Revenue by Connecting with More Buyers Faster. Introducing Drift Prospector.

Drift

Business is all about revenue. But the truth is, so many businesses are struggling to hit their targets right now. We’ve all been forced to change the way we engage with our buyers. And no one feels this drive to change more than a CRO who just missed their number for the second quarter in a row. Now there were probably a few things that went wrong along the way, but it all starts with building.

Buyer 77
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How to Overcome an Indecisive Prospect

Selling Energy

An indecisive prospect will often tell you, “I need to think about it.” What do you do in this situation? All too many salespeople say, “Okay, why don’t you give it some thought, and we’ll talk again next week.”.

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The 30 best sales resources on the internet

Nutshell

The best sales educators helps you take tried-and-true selling principles and modify them to current selling environments. Below are the 30 best online resources for sales professionals to sharpen their fundamental skills and learn some new tricks. We’ve divided the list into three different categories for your convenience: podcasts, YouTube channels, and blogs.

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Getting over the Objection Hurdles

ValueSelling

Most salespeople dread objections. Objections from prospects that typically surface toward the end of the sales process can feel like a roadblock to success. Although you may see objections as signs that your prospect is not going to move forward to purchase your solution, try to shift your perspective. Objections are often a request for more information or additional clarity on how you might be able to best work together.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Remote working: Gain victory over the emotional war in sales

Salesmate

Suddenly the COVID-19 outbreak turned the working world upside down. Remote working became the new reality. This paradigm shift captured the interest of many employees initially. Now no soul-crushing commuting, no office dramas, and more flexibility. . However, after a few days, the reality hit. Several minds felt tormented with stressful vibes, especially the minds of the sales professionals who couldn’t achieve their sales quota.

CRM 64
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Are IT Buyers Ready to Buy? Enterprise Tech Solution Buyer Snapshot, Summer 2020

Emissary

Click to Download. With the U.S. economy expected to decline by 6 percent or more in 2020, it isn’t the easiest time to be in enterprise tech solution sales. Today, business is at a point of inflection as most economies move into the next phase of response and reopening. Most economists now expect the economic rebound to be “swoosh-shaped”—a gradual improvement rather than the “V shaped” sharp recovery that was originally anticipated.

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TSE 1325: Donald Kelly - The Number 1 Reason You Hear "I'm Not Interested"

Sales Evangelist

The Number 1 Reason You Hear "I'm Not Interested" Of course salespeople like to hear positive responses from their prospects but it’s not always the case. Sometimes prospects say, “I’m not interested. ” Why do you hear that? Is there something wrong with your pitch? Listen to this episode and understand what prospects are thinking when they say they’re not interested.

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Perfecting the Sales Discovery Call in a Virtual Setting

Richardson

In recent months, the sales professional’s virtual discovery call has become a complicated part of the sales process. The reason: even the customer is increasingly unclear on their needs as they race to reevaluate, reconfigure, and revitalize their business amid the pandemic. Leaders have been forced to find new footing on shifting ground. As a result, the virtual discovery call must become a precision instrument that can uncover these nascent challenges to determine if the solution is a fit and

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Why this Pandemic is a Perfect time to reach out to Amazon Sellers?

eGrabber

Most of the amazon sellers know that, the channel is very popular right now and they can grow 100x faster during this pandemic. As many of the amazon sellers can see and smell success in online stores, All they need is to hear about your offering that can help them make more money and a bit of your expertise to accelerate. The sooner you reach them, the earlier you can sell.

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How Crucial are Mobile Platforms and Video Content for Sales Enablement?

Pipeliner

When it comes to sales enablement, the importance of mobile devices cannot be overestimated. Today mobile and tablet devices outnumber desktop devices by a factor of 13 percent worldwide according to one source (note that iOS and Android applications are also immediately usable on tablets—it is the same technology). We know from our own experience that in emerging markets, mobile devices are used to pay for goods and services, navigation, and for many other things besides calling, texting, and s

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Sales and Marketing Alignment

Accent Technologies

The post Sales and Marketing Alignment appeared first on Accent Technologies.